Lead distribution can be a challenging aspect to navigate. Balancing the need for inbound leads to promptly connect with a Sales team member while ensuring an equitable distribution is crucial. In Demodesk, you have the flexibility to seamlessly modify the distribution method within a routing form, choosing from three different options to align with your preferences.

This article covers the following aspects:

Simply go to "Routing forms", select or set up a routing form and then scroll down until "Routing rules". There you can find a dropdown called "Lead distribution". under the "Route settings". You can choose from two options: "Fair distribution" or "Fast distribution":

Demodesk offers three distinct lead distribution methods, with two of them being activated by default: Fair distribution and Fast distribution while Fair distribution across a single routing form requiring support activation.

To assign team members an equal number of inbound leads across all routing forms, choose "Fair distribution". If selected, Demodesk will monitor and compare on a weekly basis how many demos have been distributed to each individual across all routing forms you have. Website visitors who want to book a demo will only see time slots of team members with the least amount of demos across all routing forms that have "Fair distribution" enabled.

In case you have "Route to assigned owner" enabled and an already assigned lead books a demo, this demo will not count towards the demo count mentioned above, as this lead is not considered to be an inbound lead. Similarly, no shows and cancellations will not be counted. Please note Demodesk also considers the weighting that you set up via the Assignment Matrix.

If you select "Fast distribution", Demodesk will show the available time slots of all team members of the respective meeting type. If more than one team member is available on the chosen time, the person with the lowest demo count will get the demo. If both have the same demo count, the demo will be assigned randomly. No shows and cancellations do not count towards the demo count.
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The default Fair distribution method allocates an equal number of inbound leads to team members across all routing forms with "Fair distribution" selected. If you prefer to assign team members an equal number of inbound leads for a specific routing form only, we have got you covered through the Fair distribution across a single routing form option (see below image).

The Sales cycle setting in Lead Distribution defines the timeframe in which leads are distributed fairly among team members.

Q: For the Demodesk “Fast Distribution” mode, over what time-period is the “number of meetings booked” counted?

​A: In Fast Distribution, the system tracks the number of meetings each rep has booked in the current week or the current month. When a new booking is attempted and two or more reps are available at the same slot, the meeting is assigned to the rep with the lowest count this week/month. If those counts are tied (e.g., early in the week/month), the assignment becomes random between the tied reps.

Q: Why might Fair or Fast distribution still feel “unfair” when meeting volume is low?

​A: Fair Distribution works by comparing reps only when multiple reps are available at the same slot and by counting meetings across the defined cycle (weekly or monthly). If meeting volume is very low, for example, if there is only one meeting type, many reps, and few bookings per week, then many slots will only ever have one available rep. In that scenario, the system never gets to compare reps, so distribution can appear random or skewed. In short, without enough meetings per cycle and enough overlap in host availability, fairness logic has fewer opportunities to activate.

Q: How can I tell which time slots are most popular for bookings?

​A: While there isn’t a direct report labelled “most-booked time slots”, you can use the No-Show Rate graph (in Insights) which displays number of meetings by hour. By looking at which hours have higher meeting counts, you can infer your busiest booking times.

Q: What is the trade-off between choosing Fast vs Fair distribution?
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Q: Can Fast Distribution be set to a monthly cycle (rather than only weekly)?

​A: No, the “sales cycle” period (weekly vs monthly) setting applies only to Fair Distribution. Fast Distribution always operates on its internal weekly logic (i.e., counting meetings in the current week) and does not support a monthly cycle.

Q: How does Fair Distribution handle a rep returning from vacation? Will they lose out permanently?

​A: When a rep is on vacation, their calendar will show no available slots, which means they are effectively removed from the routing pool while unavailable. When they return, because Fair Distribution always allocates new bookings to the rep(s) with the fewest meetings in the current cycle, that rep will naturally receive more bookings until the counts equalise. In essence, they don’t lose out permanently, the system gives them priority until they catch up.

Q: How should I use the Assignment Matrix if I have a mix of full-time and part-time reps?

​A: The Assignment Matrix allows you to set weighting for each rep relative to others. For example, you might assign a weight of “100” to full-time reps and “50” to part-time reps. The routing logic in Fair Distribution then uses these weights when comparing “number of meetings”, so part-time reps receive proportionately fewer assignments by design. This helps create a fair load relative to availability and role type.

Q: Why doesn’t Demodesk Analytics show a “minimum booked meetings per rep per week” number I must hit to ensure fairness?

​A: Structurally, calculating a fixed “minimum meetings per rep per week” for fairness would require reconstructing historical host-availability (which slots each rep was free for) over long periods, and comparing that to actual bookings. Because availability fluctuates and historical state is complex to replay, such a fixed benchmark doesn’t exist. The key takeaway is that the more meetings booked and the more overlapping availability you have, the smoother the fairness logic works, but there’s no simple “X meetings/week” threshold you can apply universally.

Q: If I have “Route to Assigned Owner” (L2AO) plus distribution mode, how do they interact?

​A: First, when the routing form is submitted, Demodesk checks if the “assigned owner” in the CRM is configured for the selected meeting type and is available for booking.